Post Harvest Care and Handling

1-800-Flowers.com, Inc.

Las Vegas, NV

Jay Winnerman

Director North American Sales

March 12, 2011

Quality Takes Commitment

Worldwide research and development Trusted and used by florists throughout the globe Inventor and world leader of floral foam and post harvest products Most requested brand of floral foam Most recognized brand of flower food (Floralife category leader) Most active and experienced R & D and product testing in the floral industry Committed to product and service excellence

Things to Remember

Quiz questions throughout the talk

Raise your hand to answer - dont blurt out what you think is right

Feel free to ask questions during the talk

Practices in post harvest care have changed

Real vs. Ideal

If you can eat it, so can bacteria

Steps for Proper Post Harvest Care

Why is Care and Handling Important?

Inspection and Variety Knowledge

The 3 Pillars of Cut Flower Care

1. Temperature

2. Time

3. Sanitation

Cut Flower Processing & Hydration

Flower Food

Floral Foam

Consumer Education

Ethylene and Botrytis

Why is care & handling so important?

Why is Care & Handling Important?

Flowers are a perishable commodity!

Consumer satisfaction equals repeat customers and sales!

o Customers expect seven days of vase-life in their home

Reduce scrap

o Proper care & handling can add between 2% to 4% of NET profit to your operation

Commissioned by Smithers-Oasis from

Prince & Prince Floral Market Research

Survey developed in 1996 and implemented four times

o Historical data from 1996, 2000, 2004 and 2007

Surveyed more than 5,000 floral buyers

across the US over a 10 year period

Why is Care & Handling Important?

Influencing Customer Behavior

Based on a consumer study of 1,200 flower-buying households in the U.S., over 10

years and three surveys, consumers rated the following positive/negative influencers

In the Mind of the Consumer

What will make or break your customer relationship?

Three factors:

1. Value

2. Over-Priced

3. Poor Quality

What keeps customers in your shop?

Sales Assistance/ Courtesy

Delivery of Custom Orders

Receiver Perceptual Map

Source: AFE, Dr. Yue July 2010

In the Mind of the Consumer

Inspection and Cultivar Knowledge

Name that car!

Choosing the Right Cultivar

A cultivar is the name of the flower

i.e. Cherry Love is the

cultivar name for a kind of

rose

Many postharvest problems can be solved by choosing

the correct cultivar

Order by cultivar name, not by color

Vase-life study with 4 different

rose cultivars (in days)

0

2

4

6

8

10

12

14

16

'Emblem' 'Osiana' 'Kardinal' 'Sonia'

Water

Floralife Clear

Inspection

Inspect your flowers upon arrival.

Invest in a probe-type thermometer to measure the temperature of the flower heads in the box upon arrival.

If you have received damaged or unusable flowers, notify your supplier.

o Have the labels on the end of the box hand as these

labels have important information pertaining to the

farm and airway bill that helps identify and correct the

problem.

Take notes of which flower varieties work best for you, which varieties last the longest, which varieties open or do

not open, so you can fine tune your buying.

Source: Dr. George Staby

The 3 Pillars of Cut Flower Care:

Time Temperature Sanitation

What is important when talking about

proper care & handling?

The 3 pillars of cut flower care:

1. Temperature

2. Time

3. Sanitationwww.chainoflifenetwork.org

The Three Pillars of Cut Flower Care

Temperature

Temperature has the most influence on vase-life as it effects the metabolism rate of the

flower low temperature slows metabolism

High humidity slows water loss

Hydrated flowers are healthy flowers

High temperatures have a negative effect on the vase-life of flowers

The Three Pillars of Cut Flower Care

Temperature

Cool chain should not be disrupted.

From the field to the Point-Of-Sale, a working cold chain is very important to assure good quality and maximum vase-life.

Grower Importer Wholesaler Florist Shop

Transport Transport Transport

The optimum storage temperature for most flowers is between 33 38 F.

The Three Pillars of Cut Flower Care

0500

1000

1500

2000

2500

3000

0 C 12 C 18 C

Respiration rate Heat production

Temperature

Cut flowers respire 3 x more at 54F than at 34F

Increased respiration rate leads to shorter vase-life

Respiration creates additional heat

32F 54F 65F

The Three Pillars of Cut Flower Care

02

4

6

8

10

12

Influence of temperture on vase life in days

Temperature and Relative Air Humidity During Storage

A relative air humidity between 80 - 93% slows down the aging process

Cut flowers should ALWAYS be stored in a cool environment between 33 and 38F!

Exception: Tropicals should be stored between 56 and 60F

39F 45F 68F

The Three Pillars of Cut Flower Care

Pick the proper temperature range for a cooler?

39-42 degrees F

33-38 degrees F

41-45 degrees F

33-38 degrees F

Quiz Question

Which is not a true

about a properly maintained cooler?

It decreases damaging effects of ethylene

It increases respiration

It increases flower life

It increases respiration

Quiz Question

Time

Keep flowers away from heats as much as possible

Keep the time outside water / solution as short as possible

Develop standardized procedures so quality does not become a coincidence plan your time!

The Three Pillars of Cut Flower Care

FACT: Bacteria clogs stems.

FACT: Clogged stems lead to hydration

problems and bent neck.

FACT: Bacteria produce ethylene.

FACT: Fungi are opportunists.

FACT: The effectiveness of all post

harvest products is dependent

on a clean environment.

Fungicide, bactericide, cleaner is needed.

The Three Pillars of Cut Flower Care

Sanitation

1. Cut flowers were stored in vases for two weeks.

2. Water was discarded.

3. One vase was not washed. One was washed with water. One was washed

with DCD.

4. Flowers were put all three vases with clean water only.

Not cleaned Cleaned with water Cleaned with DCD

The Three Pillars of Cut Flower Care

Microscopic small organisms (0.1 to 400 Microns)

with high growth rates

Growth rate is dependent upon temperature and

availability of food

Vase water and flower stems offer a good growth

environment for bacteria

Effect of Bacteria

The Three Pillars of Cut Flower Care

Effect of BacteriaBacteria block the Xylem of the Flowers

Result: The water uptake gets disturbed and the vase-life is shortened.

The Three Pillars of Cut Flower Care

Effect of Bacteria

The vase water becomes dirty

The vase water smells rotten

Vase-life is shortened

Low Bacterial Growth

High Bacterial Growth

The Three Pillars of Cut Flower Care

Keep all buckets and cutters clean Research has shown that buckets left dirty for four days can

reduce rose vase-life 20%.

D.C.D. keeps buckets disinfected for several days

Bleach looses its disinfecting ability after only a few hours.

D.C.D. is less expensive than bleach per use

D.C.D. will not stain clothing

Only government approved bucket cleaner

How can you control bacterial growth?

Use a Flower Food Solution!

The Three Pillars of Cut Flower Care

Bleach is not you best cleaning agento Sanitizes but does not CLEAN!

Bleachs shelf life is very short (1 hour to 4 hours) and has noresidual effects

o It kills bacteria immediately but it does not continue fighting and killing

bacteria

Use a cleaning detergent, not bleacho Similar cleaning detergents are used in

hospitals as disinfectants

Clean your cooler at least once every quarter (3 months) with a cleaning detergent

Source: Dr. George Staby

The Three Pillars of Cut Flower Care

At which stages do the three pillars

have an influence on flower life?

Grower

Wholesaler

Florist

Consumer

The Three Pillars of Cut Flower Care

Is bleach an effective bacteria killer?

Yes!

Quiz Question

How long does bleach kill bacteria in a bucket?

A few hours

2 to 3 days

1 week

A few hours

Quiz Question

Cut Flower Processing and Hydration

How should flowers be handled?

Ensure all containers are clean Use Floralife Cleaner

Strip only the foliage that will fall below the solution level

Cut the stems by to 1 with a sharp and clean knife

Place the flowers in a cold water flower food solution. Use only Clean Buckets. Cold means as cold as your cooler temperature not tap water

Do not place the flowers in direct sunlight.

Keep them away from draughts

Do not place the flowers close to fruits or

vegetables

Cut Flower Processing and Hydration

Which leaves should be removed and why?

Usually leaves contain high loads of bacteria

and increase the bacterial growth in the water.

Only remove leaves under the water level

Above the water level only remove damaged leaves.

Leaves are important for the

respiration of the flower and as

energy depot

Cut Flower Processing and Hydration

Always re-cut the stems. But why?

A flower always tries to take up

water and nutrients. When you

remove a flower from the water,

the flower sucks air. The air

bubbles block the Xylem.

Also bacteria can block the

stems. Both are main reasons

for bent neck.

Always use a sharp and clean

knife or scissor which cut the

stems and does not crush

them.

Capillars (Xylem)

Cut Flower Processing and Hydration

Movement of water through the plant

No roots, No leaves, Big problem

Xylem and Phloem

Transpiration evaporation of water from plants

o Light

o Temperature

o Humidity

Vase

solution

Cross Section

Phloem- distributes food made in

the leaves to all other parts of the

plant.

Xylem- distributes water up

through the plant.

What is hydration?

Cut Flower Processing and Hydration

Hydration Solutions

Quick Dip

Pour into container 1 inch deep Cut flowers Dip stem ends in quick dip solution for 2 seconds Place flowers in flower food

Hydraflor 100

Mix 1/2 oz into 1 gallon of waterCut flowersPlace flowers in Hydraflor 100 solution for 1 hourRemove and place in flower food

Hydration solutions acclimate your flowers to take food.

Stem Un-pluggersAcidifiers

Cut Flower Processing and Hydration

Which of these isnt recommended when hydrating flowers?

Re-cut stems underwater

Use a hydration solution per the manufacturers direction

Place flowers in warm water to speed hydration

First and third points above

All of the above

None of the above

First and third points above

Quiz Question

Flower Food

50% of florists dont use flower food!

25% of florists who do use flower food incorrectly!

25% of florists use flower food correctly!

Source: Perishables

research organization

Flower Food

Flower Food

Sugar: The food source

Acidifiers: To lower ph and increase solution uptake

Stem-unpluggers: To keep the stem free flowing

Whats in a flower food?

Storage Solutions

Provides Hydration Lower in Sugar

Acidifier to adjust the pH of water

Floralife Crystal ClearFloralife Clear 2X Professional

Vase Solutions

Provides HydrationHigher in Sugar

Acidifier to adjust the pH of water

Aluminum Sulfate opalescent or pearly when mixed (Floralife Original)Citric Acid clear when mixed (Floralife Crystal Clear)

Flower Food

Types of Flower Food

Effects of

Flower Food

Water Flower Food

Day 7

Photosynthesis makes sugar

Very low photosynthesis due to low light levels and

not enough leaves

Flower Food

0% 25% 50% 100%

Important: Correct Dosing!

Flower Food

Whats the better investment?

A $300.00 investment can pay for itself in a short time through reduced flower losses, increased quality and labor savings

Every creditable flower shop should have a dispensing system. Its as important as the computer, delivery truck and cooler

A $300 dispensing system? A $1700 decorative wrap for the van?

Flower Food

Or, make a dip-stick!

Always measure your flower food!

Flower Food

Works on all bulb cropsStops leaf yellowing in alstroemaria and lilies

Keeps tulip stems from bendingImproves vase-life on all your bulb crops

Available in a 10 lb powder and 10 gram packets

Specialty Flower Foods

Increased vase-life (20%+) than regular flower food formulas

Brilliant flower colorSolution stays totally clear until gone

Can be used on all flowers

Flower Food

True or false:

7-UP mixed half and half in water

is better for flowers than plain water?

True Sugar ( Food)

Citric Acid (Acidifier)

Calcium Disodium EDTA ( Stem-unpluggers)

Quiz Question

True or False:

Flower food is just as effective

at half, regular, or double strength?

False

Quiz Question

OASIS Floral Foam Maxlife a post-harvest product!

Flowers live longer in a vase of water

Water in a vase is better than floral foam for flowers

All floral foams are the same, buy the cheapest

Arranging flowers in foam takes more time than a vase arrangement

Certain flowers dont last in floral foam

Floral foam isnt good for all flower types

Myths & Perceptions in Our Industry

OASIS Floral Foam Maxlife

We are about to shatter

these myths & perceptions!

OASIS Floral Foam Maxlife

Improves flower life by up to 50% compared to other design mechanics Beats every competitive floral foam on flower life proven in the lab Maximizes flower life for nearly EVERY type of flower (even the problematic ones) Roses last as long or longer than in a vase Prevents stem burn, petal drop, browning and bent-neck

Introducing OASIS Floral Foam Maxlife

OASIS Floral Foam Maxlife

Keeps flowers living longer even when consumers dont water

For the first time, meets or beats flower life in a vase of water

Lasts longer even if you forget to water

Color stable, so no more brown foam

Mold spores; no more!

Introducing OASIS Floral Foam Maxlife

OASIS Floral Foam Maxlife

DAY 10

Seeing is Believing!

OASIS Floral Foam MaxlifeADVANTAGE Plus Floral Foam

OASIS Floral Foam Maxlife

Day 7 Results Susan Clarke

Seeing is Believing!

OASIS Floral Foam Maxlife

Day 11

Seeing is Believing!

OASIS Floral Foam Maxlife

ADVANTAGE Plus Floral Foam OASIS Floral Foam Maxlife

Advantage Plus on Day 7 Advantage Plus on Day 15

OASIS Floral Foam Maxlife on Day 7 OASIS Floral Foam Maxlife on Day 15

OASIS Floral Foam Maxlife

OASIS Floral Foam Maxlife Day 7 OASIS Floral Foam Maxlife on Day 15

Syndicate Aquafoam on Day 7 Syndicate Aquafoam on Day 15

OASIS Floral Foam Maxlife

See Maxlife work at Youtube.com/OASISFloral

http://www.youtube.com/OASISFloral#p/u/0/rKJ8wBQmykU

Provides longer life for flowers up to 50 percent longer than any previous floral foam

.

For the first time, the only floral foam in the industry proven to meet or beat flower life in a vase

This singular benefit, maximizing flower life, addresses the number-one desire of consumers who purchase flowers

OASIS Floral Foam Maxlife is on YouTube!

OASIS Floral Foam Maxlife

Seeing is Believing No More Browning!

OASIS Floral Foam MaxlifeOther floral foam

OASIS Floral Foam Maxlife

Current Floral Foam - Mold OASIS Floral Foam Maxlife - No Mold

Seeing is Believing No More Mold Spores!

OASIS Floral Foam Maxlife

More than just bricks!

All OASIS Designer Shapes and Articles

are made with OASIS Floral Foam Maxlife!

OASIS Floral Foam Maxlife

OASIS Floral Foam Maxlife Packaging

OASIS Floral Foam Maxlife

Method Key Messaging to the Florist

Retails for $49.99

Lasted 10 days

Customer pays

$4.99 a day!

Retails for $49.99

Lasted 6 days

Customer pays

$8.33 a day!

For only 10 more, your arrangement will last 50% longer!

OASIS Floral Foam Maxlife

No brown, no burn, no bend.

NO KIDDING.

Flowers live longer in OASIS Floral FoamMaxlife than in any previous floral foam upto 50% longer

OASIS Floral Foam Maxlife is the first andonly floral foam proven to provide as long,

or longer, flower life than flowers in a vase

of water

Prevents premature petal burn, wilting,browning and petal drop

Stops premature bent neck in flowers withsoft stems

Stops leaves from premature yellowing,browning and falling off stems

Prevents stem burn

Day 1 MaxLife

Day 8 MaxLife Day 8 Water

Day 1 Water

OASIS Floral Foam Maxlife

Method Key Messaging to the Florist

Floral Foam Basics

Hydrate all flowers before arranging in foam

Soak foam in flower food

Never forcibly submerge foam

Change soaking solution regularly

All foams are not the same - remember that foam is a post harvest product like

flower foods

OASIS Floral Foam Maxlife

Presentation Method Under 35 35 - 44 45 - 54 55 - 64 65 & Older

Flowers arranged in a

ceramic or other non-

glass container. 4.0 4.0 4.1 4.1 4.0

Flowers arranged in a

basket. 3.8 3.9 3.9 3.9 3.9

Flowers in a glass vase.* 4.0 3.8 3.8 3.7 3.5

Flowers sent in a box for

recipient to arrange.* 2.4 2.4 2.6 2.7 2.9

Values are mean ratings with scale of 1= dislike to 5 = like.

* indicates statistically significant differences across groups.

Prince and Prince Consumer Survey:

OASIS Floral Foam Maxlife

Consumer Education

Educate your staff to educate customers on how to take care of their flowers

Inform them as to what to expect from individual varieties

Give your customers at least 10-grams of flower food and explain the importance of

properly mixing

o 10-grams makes only 1-quart of solution

o 5-grams makes only 1-pint of solution

Sell flowers by variety or cultivar names

Educate Your Customers

Consumer Education

Ethylene and Botrytis

Ethylene has been reported to contribute 30% of all post harvest dump

in horticulture crops.

Ethylene damage can come from ethylene produced internally or from

external sources.

Ethylene is the death hormone.

Fruit ripening

Abscission (petal drop)

Increases respiration

Growth promotion

Flower Initiation

What is ethylene and why do I care?

What does ethylene do?

Ethylene and Botrytis

Ethylene Sources

Internal

Plants, fruits and vegetables produce

ethylene

External

From other flowers

Plants and vegetables

Bacteria

Burning organic material

Cigarette smoke

Exhaust

Ethylene and Botrytis

Major Cut Flowers that are Ethylene Sensitive

Many cultivars of Roses!

Alstroemeria

Carnations

Delphinium/Larkspur

Snapdragon

Lily

Stock

Many more!

Ethylene ExposureNo Ethylene

Ethylene and Botrytis

1. Air FiltersPositive: Very Inexpensive Negative: Not effective

2. TemperaturePositive: Slows effects internal & External ethylene Negative : Only effective while exposed

3. Ethylene Action Inhibitors - STS / MCP-EthylblocPositive: Inhibits ethylene action Negative: MCP requires containment field to be effective.

S.T.S. requires reclaiming units to remove heavy metals

Tools to Prevent Ethylene

Do not store produce or food with your flowers!

Ethylene and Botrytis

Botrytis

Look for free water inside sleeves. This would likely indicate a temperature problem.

Free water promotes botrytis infection.

Look for legions where the flowers contact the sleeve.

Ethylene and Botrytis

Which of these is not true about ethylene?

Its a gas

It increases respiration of the flower

Ethylene does not affect roses

Ethylene has negative effects on some plants

Ethylene does not affect roses

Quiz Question

Floral Accounting 101:

Doing the Business Math

Arrangement #1:

OASIS Floral Foam flower design in woven basket container with Floralife flower food

Retail price point: $37.50

Material Cost to the Florist:

2 Stems Lilies @ $1.29 per stem = $2.58

3 stem Mini-carnations @ $0.40 per stem = $1.20

3 Stems Hypericum @ $0.80 per stem = $2.40

3 stems leather leaf fern @ $0.72 per stem = $2.16

1 woven basket container @ $2.00

Ribbon (not pictured) @ $0.50

1/3 brick OASIS floral foam @ $0.21

1 quart/liter Floralife Crystal Clear flower food solution soaked in foam and in container @ $.06

All Occasion Flower Arrangement

Total cost of flowers = $8.34

Total woven basket cost = $2.00

Ribbon = $0.50

Total OASIS Floral Foam cost = $0.21

Total Floralife Flower Food cost = $0.06

Grand total material costs = $11.11

Do the business math!

Design Materials Cost % of Design Arrangement Cost

Flowers $8.34 75.07%

Basket $2.00 18.00%

Ribbon $0.50 4.50%

OASIS Floral Foam $0.21 1.89%

Floralife Flower Food $0.06 0.54%

Grand Total $11.11 100%

Money saved by using a lower priced foam at 20% less,

for example, would be only $0.042, or 0.38% of total material costs!

The difference in using a quality floral foam is insignificant for the benefits gained.

All Occasion Flower Arrangement

Arrangement #2:

Fresh flower design in glass vase

with Floralife Flower Food

Retail Price Point: $37.50

Material Cost to the Florist:

Premade bouquet of mixed flowers @ $7.99 a bunch

Ribbon @ $0.50

Glass vase @ $2.50

3 pints(1.5 liter) Floralife Crystal Clear flower food @ $0.09

Grand Total Cost: $11.08

Glass Floral Arrangements

Do the business math!

Design Materials Cost

% of Design

Arrangement Cost

Flowers $7.99 72.12%

Glass Vase $2.50 22.56%

Ribbon $0.50 4.51%

Floralife Flower Food $0.09 0.81%

Grand Total $11.08 100%

Not using flower food in an arrangement can reduce flower life by more than half and

saves you less than 1% of the cost of the materials.

Wouldnt your customer enjoy their arrangement for an additional 3-5 days or more? Think of the repeat sales opportunities!

Glass Floral Arrangements

Care and Handling is important because consumers want and expect QUALITY from a florist!

The 3 Pillars of Cut Flower Care1. Temperature / Cold Chain

2. Time

3. Sanitation

Know your cultivars and inspect for quality. Proper flower processing and proper use of flower food aids in customer satisfaction!

Floral foam is now a post-harvest product and can equal or exceed the vase-life of flowers in water

Ethylene and botrytis have a negative influence on vase-life Dont forget to educate the consumer!

Summary

Questions?